Less than 18 months ago, MPH embraced being a Partner of NBG, stepping confidently into a community of like-minded builders merchants. Since joining, the plumbing and heating specialist has been actively involved in helping the group navigate complex industry issues to strengthen all NBG Partners. Here, Chris Edwards, Operations Director at MPH, looks at how being a Partner of the buying group has benefitted the merchant, and how in turn MPH has contributed to NBG.
When NBG appointed Gary Williams as Chair of the Plumbing & Heating Category in January this year, he made clear that participation would be the lifeblood of progress. It wasn’t enough simply to attend meetings; each member was invited to speak candidly about challenges, successes and emerging trends. For MPH, this was an ideal platform. We shared data, customer feedback and product performance insights which helped ensure that proposed agreements could reflect real-world demand rather than theoretical volumes.
Amplifying collective insight
Before joining NBG, we navigated negotiations largely on our own and developed strong local Supplier relationships, though the size of our business meant we had limited ability to influence terms. Now, by pooling our voice with merchants nationwide, our feedback carries weight.
When we highlight, for example, that a particular range outperforms expectations, or that lead times on certain items lag behind market needs, NBG negotiators take note and aim to secure contract terms that benefit all Partners. This flow of insight goes both ways, granting MPH visibility of national trends and peer best practices that refine our own strategies.
While we may once have been viewed as a relatively small fish in a national pond, since joining NBG, MPH’s active role in meetings has deepened our engagement with Suppliers. By voicing real world experiences — whether around product quality or opportunities to improve the product ranges provided in NBG deals — we’ve moved into a collaborative dialogue rather than a one-way negotiation.
We noticed a chance to expand NBG’s product portfolio and raised this as part of NBG’s compliance framework, which ensures that all Partners adhere to agreed deals and provides a mechanism for constructive feedback. When we saw a sound commercial reason to source a specialist item from a non-NBG Supplier, we explained our case. NBG negotiators then used this feedback to secure deals that benefit all of us in the group.
“The size of our business meant we had limited ability to influence terms. Now, by pooling our voice with merchants nationwide, our feedback carries weight.”
Gaining market perspective through peer insight
NBG’s meetings give us an insight into best practice. For example, through discussions with other merchants, we discovered a significantly broader copper tube range than previously known, which we promptly tested in our branches. This exchange of knowledge helps us benchmark our own performance and adopt proven approaches faster.
One of the reasons we’re able to enjoy such a broad range of attractive deals is NBG’s appointment of a full-time Plumbing and Heating Category Buyer. Their deep sector expertise and direct line to Suppliers mean that our feedback can go straight into renegotiations. The Buyers ongoing involvement ensures that Supplier agreements evolve in line with the collective insights that we share as part of an ongoing open dialogue.
Committing to continued engagement
Our belief in the “one Partner, one voice” principle is what drives us to maintain this open dialogue. At meetings, we come ready to discuss sales trends, customer feedback and Supplier observations. The reason we do this is because the collective information supplied by Partners can be an integral part of NBG deals remaining agile and attuned to market realities.
This ongoing participation — that is expected of all NBG Partners — benefits our own operations and helps the entire network secure more effective, market driven agreements.
“By voicing real world experiences — whether around product quality or opportunities to improve the product ranges provided in NBG deals — we’ve moved into a collaborative dialogue rather than a one-way negotiation.”
Our experience since joining NBG underscores one of the buying group’s core philosophies: each Partner has an equal voice, no matter the size of the merchant or how long they’ve been a Partner. While we leverage the group’s collective strength to secure competitive terms and robust support, our own contributions reinforce those advantages. This has helped NBG add more merchants, which only improves our buying power.
The more we engage — whether by scrutinising deals, suggesting tiered pricing models or sharing operational workflows — the more NBG is able to refine its negotiating strategy and infrastructure.
Reflecting on progress and looking ahead
As we approach the 18-month mark, it is clear that our active role within NBG has resulted in advantages for our own business and those of other merchants. The dedicated Plumbing and Heating -Buyer has woven our feedback into Supplier dialogues. In turn, we’ve elevated MPH’s market position, enhanced our service offering and cemented stronger Supplier alliances.
Our commitment to openly sharing information and collaborating remains strong because we’ve seen that, by doing this, we fortify MPH’s performance and help steer NBG towards ever more effective processes and more profitable deals.
For more information on NBG, including becoming a Partner, visit NationalBuyingGroup.com.
